Enterprise Account Executive

About the role

Embrace is seeking an Enterprise Account Executive (AE) to drive new business with mid-market and enterprise companies. This role requires building pipeline through various sales motions and closing complex sales cycles.

Responsibilities

• Own the full sales cycle from prospecting to close across enterprise and mid-market accounts
• Cultivate opportunities through outbound prospecting, inbound leads, and strategic partnerships
• Drive and manage proof-of-value (POV) trials, collaborating with Solutions Engineers to scope and execute effectively
• Engage both technical buyers and executive sponsors, differentiating Embrace against competitors
• Build and execute deal strategies using MEDDPICC or similar frameworks
• Collaborate with Sales Development Representatives (SDRs), Solutions Engineers (SEs), Marketing, and Customer Success to quarterback deal execution
• Maintain pipeline hygiene and forecasting discipline in Salesforce and Gong
• Represent Embrace at events, onsite meetings, and partner-led field activities

Requirements

• 5+ years of full-cycle SaaS sales experience; 2+ years selling to technical stakeholders
• Proven ability to manage 6–9 month deal cycles with $75K–$150K ACV (and up)
• Familiarity with DevOps, mobile development, or observability is a strong plus
• Experience executing POVs/POCs with engineering teams
• Fluent in articulating technical and business value to multiple stakeholders
• Experience using MEDDPICC, Command of the Message, or similar methodologies
• Strong collaboration skills, thriving in a deal-team model with SEs, SDRs, and partners
• Naturally curious, competitive, and intellectually agile

Qualifications

• Fluent in English
• Valid driver's license and reliable transportation

Skills

• Sales experience
• Technical sales experience
• Ability to manage complex sales cycles
• Ability to articulate technical and business value
• Experience with MEDDPICC or similar methodologies
• Collaboration skills

Benefits

• Annual compensation range: $225k - $300k
• Equity
• Other benefits as detailed on our careers page
• Remote work option
• Occasional company events and conferences

Pay

In the United States, the OTE annual compensation range for this role is $225k - $300k. Actual compensation may vary based on level, experience, and skillset as assessed in the interview process.

Schedule

Embrace is a remote company, but gathering is essential to our culture for collaboration and connection. Team members are encouraged to travel for occasional company events and conferences.